Sales and Marketing Management

FEBRUARY 3, 2021

While there was widespread business and economic disruption among other kinds of disruptions in our daily lives last year, 2020 was actually the year of doing business online. If research and the numbers are to be believed, last year saw a growth that could only be compared to the accumulated growth of the past 10 years before it!

Marketing 177

Marketing Segment Lead Rank Lead Scoring 177

Zoominfo

SEPTEMBER 15, 2020

Using intent data in lead management and outreach helps remove some of these obstacles by digging into their product research activity. A Guide for 2020. Reduce Churn. Churn isn’t completely avoidable — customers turn to competitors, restrict their budget, change business plans — a lot of it is out of your control.

Intent Data 182

Intent Data Buyer Intent Intent Data 182

Zoominfo

AUGUST 31, 2020

In 12 years, half the companies on the S&P 500 may fall off that list, according to industry research. According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. Even those at the top are always at risk. So what components make up this effort? Company transformation.

Ideal Customer Profile 264

Ideal Customer Profile Lead Rank Marketing Loyalty 264

Close.io

APRIL 10, 2020

In this post, we've pulled together some of the best sales articles from around the web, featuring some superb content on resume building, churn prevention, onboarding, and much more. COVID-19 churn prevention: Your customers are cutting costs. CHURN BACK TIME ?. Why sales communication is moving to the cloud in 2020.

Hiring 95

Hiring Cancellation Churn Policies 95

Crunchbase

MAY 14, 2020

Update: June 26, 2020. This blog post was originally “The 25 Sales Leaders You should Get to Know in 2020.” From SDR in 2015, to enterprise AE in 2020–and she’s gathered quite the following on LinkedIn. He’s certainly an influencer, churning out relatable content and trolling Twitter on a daily basis.

Top of Funnel 101

Top of Funnel Hiring Twitter Lead Rank 101

Pipeliner

MARCH 19, 2021

I recently discovered through research just how much of an impact real account planning can have on company success. Interestingly, with the advent of SaaS businesses, the focus has turned almost exclusively to methods for reducing churn rates (the rate at which customers drop off), instead of real account planning.

Account 98

Account Airlines Churn Licensing 98

Zoominfo

SEPTEMBER 6, 2022

That leaves the labor force one percentage point below its February 2020 level, showing some lingering effects of the pandemic. million job openings of February 2020, showing a still-robust demand for talent. Job Openings The number of job openings dropped from 11.3 million in May to 11 million in June and landed up at 11.2

Face-to-face 130

Face-to-face Marketing Cost Per Click Automotive 130

Zoominfo

MARCH 27, 2018

56% of consumers have used their mobile device to research products at home with 38% having used their mobile device to check inventory availability while on their way to a store and 34% who have used their mobile device to research products while in a store ( source ). The Future of Customer Engagement.

Customer 196

Customer Consumer Channels Customer Service 196

Zoominfo

AUGUST 31, 2020

In 12 years, half the companies on the S&P 500 may fall off that list, according to industry research. Build Loyalty According to HubSpot research, 93% of consumers will be repeat buyers at companies with excellent customer service. Even those at the top are always at risk. So what components make up this effort? Market expansion.

Ideal Customer Profile 130

Ideal Customer Profile Lead Rank Marketing Loyalty 130

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. Chorus research shows that team selling. Our research shows that C-suite presence on calls is increasing — and they’re hard to convince.

Sales Enablement 130

Sales Enablement Webinar Metrics Top of Funnel Strategy 130

Chorus.ai

DECEMBER 9, 2019

Typical sales goal examples include increasing revenue 25% year over year or boosting customer retention 10% in 2020. Customer churn is the number of customers who leave your business during a certain period. A typical sales goal example here: reduce monthly customer churn to <1%.

Sales Goal 73

Sales Goal Examples Churn Top of Funnel 73

Corporate Visions

MAY 6, 2020

Best case, research shows that your audience will only remember 10% of what you show them after 48 hours. Read more about the 2020 Top Sales Training Companies list on TrainingIndustry.com. Looking for more research-backed insights to improve your marketing and sales? Here’s what published in April: Customer Churn is Coming.

Churn 59

Churn Quota LinkedIn Up-Sell 59

Sales Hacker

AUGUST 30, 2021

Businesses have been worshipping big data for some years already, but unforeseen events in 2020 and 2021 made it clear that revenue rests on sales data. Business buyers are operating on tight budgets, and 36% of consumers intend to cut their spending this year, compared to 19% who gave the same answer at the beginning of 2020.

Top of Funnel 88

Top of Funnel Data Scale Segment 88

Corporate Visions

MAY 6, 2020

Best case, research shows that your audience will only remember 10% of what you show them after 48 hours. Read more about the 2020 Top Sales Training Companies list on TrainingIndustry.com. Looking for more research-backed insights to improve your marketing and sales? Here’s what published in April: Customer Churn is Coming.

Churn 52

Churn Quota LinkedIn Up-Sell 52

Corporate Visions

MAY 6, 2020

Best case, research shows that your audience will only remember 10% of what you show them after 48 hours. Read more about the 2020 Top Sales Training Companies list on TrainingIndustry.com. Looking for more research-backed insights to improve your marketing and sales? Here’s what published in April: Customer Churn is Coming.

Churn 52

Churn Quota LinkedIn Up-Sell 52

Corporate Visions

MAY 6, 2020

Best case, research shows that your audience will only remember 10% of what you show them after 48 hours. Read more about the 2020 Top Sales Training Companies list on TrainingIndustry.com. Looking for more research-backed insights to improve your marketing and sales? Here’s what published in April: Customer Churn is Coming.

Churn 52

Churn Quota LinkedIn Up-Sell 52

Chorus.ai

APRIL 20, 2021

How’s Our Churn Rate Looking? Your churn rate is the rate at which customers are leaving your company. Some conventional wisdom might suggest that churn rate isn’t really your sales team’s problem—but, in Software as a Service (SaaS), the after-sales period is arguably more important than the pre-sales period.

Hiring 62

Hiring Top of Funnel Lead Rank Churn 62

Zoominfo

AUGUST 5, 2021

Here at Chorus, we parsed a lot of data in 2020. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. Our research shows that C-suite presence on calls is increasing — and they’re hard to convince.

Sales Enablement 100

Sales Enablement Webinar Metrics Top of Funnel Strategy 100

Zoominfo

APRIL 17, 2019

They’re continuing to learn about their problem, and beginning to research potential solutions. They want to make a purchase and have begun to research potential solutions. And, recent studies predict that by 2020, customer experience will overtake products and price as the key brand differentiator ( source ).

Top of Funnel 228

Top of Funnel Funnel Lead Rank Sales Qualified Lead 228

Crunchbase

JULY 21, 2020

As a B2B salesperson in 2020, your ability to quickly earn trust and demonstrate credibility, has just become your biggest challenge. Any form of spray and pray sales outreach which treats the buyer as just another number will no longer work in 2020 and beyond. . Sales success now requires a re-think.

Ideal Customer Profile 104

Ideal Customer Profile Fashion Face-to-face How To 104

SalesHandy

APRIL 11, 2020

It would result in slow and painful growth and increasing lead churn. Visibility plays a vital role; as per Forrester , 74% of buyers conduct their research online. Longer sales cycles will mean you have fewer leads engaged per unit time. Hence lesser time you use to engage high priority customers.

Sales Cycle 52

Sales Cycle Top of Funnel Decision Maker Sales Qualified Lead 52

Hubspot Sales

SEPTEMBER 28, 2020

2020 introduced a major shift in workplace conditions and priorities, favoring remote work. Not providing your customers with quick answers runs you the risk of them moving forward without you, or churning out prematurely. With democratized access to tools and technologies, communicating remotely is easier than ever. Image Source.

Customer 139

Customer How To Scale Lead Rank 139

Chorus.ai

MARCH 5, 2021

However, they’re likely to have very strong in-depth knowledge of the field (they use reviews and third-party research) and be highly discerning. Churn rate target: Are you keeping your churn rate at or below 1%? Churn is any SaaS company’s nightmare, and in a recovering economy, it is less affordable than ever.

Top of Funnel 113

Top of Funnel Webinar Metrics Strategy Buyer Persona 113

SugarCRM

DECEMBER 15, 2021

Our CRM and Sales Impact Report revealed the blind spots, busy work, and roadblocks that lead to sales friction and contribute to customer churn. Since 2020, SugarClub has been your one-stop-shop for Sugar news, training, best practices, how-to’s, updates, and much more. 2021 is the year we let the platform do the work.

SugarCRM 49

SugarCRM Lead Rank Lead Scoring Ideal Customer Profile 49

InsightSquared

AUGUST 14, 2019

In fact, Gartner reported by the year 2020, AI will become a more integral part of the sales process for up to 30% of companies around the world. For example, in the B2B world, 73 percent of leads aren’t quite ready to become clients, according to a report by the research firm MarketingSherpa. The Future of AI in Sales.

Sales Process 91

Sales Process Forecasting Lead Rank Top of Funnel 91

Zoominfo

APRIL 17, 2019

They’re continuing to learn about their problem, and beginning to research potential solutions. They want to make a purchase and have begun to research potential solutions. And, recent studies predict that by 2020, customer experience will overtake products and price as the key brand differentiator ( source ).

Top of Funnel 130

Top of Funnel Funnel Lead Rank Sales Qualified Lead 130

Chorus.ai

MARCH 24, 2021

Keeping tabs on these metrics enables you to pinpoint customer types who are particularly suited to your product, those who aren’t, and those who are more likely to churn. Companies need high strategic agility to deal with the continued market flux in the aftermath of COVID, and high retention/low churn rates are more vital than ever before.

Buyer Persona 62

Buyer Persona Top of Funnel Lead Rank Discount 62

PandaDoc

APRIL 26, 2023

Determine your goals Of course, it is better to have an all-encompassing customer segmentation strategy, helping you decrease churn, streamline your marketing efforts, help your sales team convert leads, etc. PandaDoc has plenty of them, including a product survey template and a market research presentation.

Segment 52

Segment Ideal Customer Profile Customer Buyer Persona 52

Crunchbase

NOVEMBER 4, 2019

Q4 is actually a prime time to connect with buyer teams since they’re planning for 2020 budgets. Then focus on conducting research on key accounts and creating lists of prospects you’ll call when everyone is back in the office. Conduct research and work as hard to qualify people out as you would to qualify them in.

Sales Qualified Lead 71

Sales Qualified Lead Call-back Churn Buyer 71

SalesHandy

APRIL 25, 2021

Focusing on-field sales or in-person engagements is no longer optimal, with calls getting more popular post the pandemic in 2020. Research and Deep Dive. Once you’ve narrowed down your prospect list to decision-makers and influencers, spend time researching them before making the sales call.

Sales Qualified Lead 98

Sales Qualified Lead Ideal Customer Profile Lead Rank Lead Scoring 98

Chorus.ai

JANUARY 29, 2021

Here at Chorus, we parsed a lot of data in 2020. Our research suggests that the events of 2020 have made SaaS customers more demanding than ever. Our research shows that C-suite presence on calls is increasing — and they’re hard to convince.

Sales Enablement 62

Sales Enablement Webinar Metrics Top of Funnel Strategy 62

Mindtickle

MAY 20, 2021

According to McKinsey research, over 85% of B2B sales interactions happen on the phone or within web conferencing platforms, making it impossible for sales managers to shadow every interaction between sellers and buyers. Sales churn decreases as more salespeople achieve quota. 50% reduction in new rep ramp time in 2020.

Conversion 52

Conversion Lead Rank Lead Scoring Analysis 52

Sales Hacker

APRIL 5, 2021

In 2020 I was building my sales team at Livestorm , and at the time we were going through a big hiring boom. Research has shown that likeability is a strong predictor of a successful candidate. For the first time in my life, I was in charge of vetting and hiring new team members at scale. The likeability factor. Culture fit.

Hiring 92

Hiring Scale Decision Maker Churn 92

Crunchbase

OCTOBER 26, 2020

Our research has found that now around 84 percent of sales professionals missed their quota in 2020. This is particularly important in an environment where renewal accounts are growing, but churn rate is accelerating, too. So, how do teams adjust to the digitally transforming sales landscape?

Pivotal 105

Pivotal Strategy Face-to-face Consumer 105

Chorus.ai

MARCH 10, 2021

Our research shows that the more a SaaS buyer knows, the more likely they are to be buy-ready and a high-value potential customer. Agile teams are perfect for addressing customer support issues, especially when there’s a high risk of churn. They're making long-term investments, not one-off purchases.

How To 110

How To Channels Enterprise Enterprise 110

Chorus.ai

MARCH 18, 2021

Paying attention to your pipeline in real-time is key to your business’s ability to identify and solve these deal-obstructing factors — like a deal relay, decision-maker churn, more scrutiny from CFOs — when they arise. Our data showed that mentions of burnout on-call increased through 2020, up 26% from a pre-COVID Q1 level.

Analytics 62

Analytics Top of Funnel Buyer Persona Marketing 62

The Digital Sales Institute

SEPTEMBER 2, 2019

Nearly two thirds of B2B buyers state that prior to completing any purchase they researched at least two but as many as seven B2B sites plus between 50 and 90% of the buyer’s journey is complete before they interact with a salesperson. In fact, by 2020 it is forecasted that will account for approx. 40 percent of all consumer shopping.

Paid Content 51

Paid Content Lead Rank Social Media Cold Calling 51